Enterprise Account Director – Federal

Job Description:

• Utilize existing relationships and continuously build new connections within government agencies, industry partners, and the federal contracting community to identify, develop, and advance strategic opportunities.
• Identify, qualify, and advance opportunities throughout the federal sales lifecycle.
• Develop and execute account plans that align HiddenLayer solutions to agency missions, modernization initiatives, and cybersecurity priorities.
• Conduct discovery sessions to understand customer environments, security challenges, AI adoption initiatives, and operational requirements.
• Collaborate with Solutions Engineering and Product teams to deliver tailored demonstrations, workshops, and technical evaluations.
• Articulate the business, mission, and security value of HiddenLayer's platform to both technical and non-technical audiences.
• Serve as a trusted advisor on emerging AI security risks, adversarial machine learning threats, and best practices for securing AI systems.
• Lead opportunity strategy, proposal development, pricing discussions, contract negotiations, and procurement activities.
• Coordinate with partners, system integrators, and government stakeholders to accelerate adoption and contract execution.
• Maintain accurate pipeline, forecast, and account activity data within CRM systems.
• Track opportunities against milestones and acquisition timelines to ensure effective execution and visibility.
• Collaborate closely with Customer Success to support customer adoption, expansion, and renewal efforts.
• Provide market intelligence and customer feedback to Product, Engineering, and Executive Leadership teams.
• Represent HiddenLayer at industry events, conferences, and government-focused engagements.
• Travel as needed to support customer meetings, events, and strategic account activities.

Requirements:

• Located in the DC Metro Area
• Active or previous TS Clearance
• 7+ years of experience selling cybersecurity platforms, AI/ML technologies, cloud security, or emerging technology solutions to U.S. Federal Government customers.
• Demonstrated success managing complex federal sales cycles and exceeding quota expectations.
• Familiarity with artificial intelligence and machine learning technologies, including the security risks and challenges associated with AI adoption.
• Ability to engage credibly with CISOs, security teams, data scientists, engineers, program managers, and senior government leaders.
• Experience navigating federal procurement processes, contract vehicles, and acquisition organizations.
• Experience using Salesforce or similar CRM platforms for pipeline management and forecasting.

Benefits:

• Fully Remote: We are a completely remote global team. Though we’re distributed, we are intentional about getting the team together a couple of times a year. We offer a generous stipend for your home office setup, annual upgrades to ensure you have a comfortable workspace and a monthly stipend for internet/phone expenses.
• Comprehensive Health & Wellness Benefits: Better than your average startup healthcare benefits. With five options to choose from, of which are fully subsidized by HiddenLayer, we offer a variety of options to fit each person’s needs. We also offer vision, dental, and 401k offerings.
• Flexible Time Off: Enjoy unlimited and flexible time off for all salaried employees, in addition to 15 paid company holidays.
• Commitment to Learning and Development: We support personal growth and education through a dedicated L&D fund that can be used for training, conferences, certifications and industry events.
• Diversity, Equity, and Inclusion: We are committed to building a diverse team with individuals from various backgrounds, experiences, abilities, and perspectives, and we are proud to be an equal opportunity employer.